At a Glance
- Tasks: Drive growth and manage distributor networks across diverse regions.
- Company: Join a leading company in materials testing with a strong market presence.
- Benefits: Hybrid work model, competitive salary, and opportunities for travel.
- Other info: Dynamic role with significant influence on regional strategy and growth.
- Why this job: Shape the future of a global leader while developing your leadership skills.
- Qualifications: Experience with distributors in technical sales and strong negotiation skills.
Job Description:
Job purpose
The Regional Channel Sales Manager (Distributors & Agents) is accountable for delivering profitable growth and strengthening Instron's market leadership through a network of distributors and agents across the Middle East, Israel, Africa and Eastern Europe.
This role is responsible for converting market and customer insights into targeted growth strategies that expand Instron’s position in priority verticals and ensure disciplined, high-quality execution across the full commercial funnel. Success is driven through visible, hands-on field leadership, data-driven performance management, and the continuous development of people, capabilities and behaviours aligned with ITW values.
This role offers true P&L influence, high visibility within EMEA leadership, and the opportunity to shape Instron’s long-term market position within this region.
Key Tasks & Responsibilities
Strategy & Growth Execution
- Own and deliver regional booking, margin and growth targets (monthly, quarterly, annual and 3-year LRP).
- Translate EMEA strategy into territory-level growth plans focused on priority 80/20 verticals, products and accounts.
- Drive Lever 1, 2 and 3 initiatives to generate incremental order intake and sustainable market share growth.
- Continuously assess market trends, competitive dynamics and customer needs to identify new growth opportunities.
Commercial Leadership & Performance Management
- Own forecast accuracy, pipeline health and performance versus plan.
- Monitor sales funnel progression and support channel partners in converting opportunities into orders.
- Analyse won/lost opportunities and implement corrective actions to improve performance.
- Recruit, onboard, evaluate and develop high-performing distributors and agents across the region.
- Establish annual business plans and growth targets with channel partners.
- Conduct regular distributor performance reviews and implement corrective actions where required.
- Identify capability gaps and deliver coaching, training and development programmes to improve channel effectiveness.
- Ensure distributor alignment with Instron's commercial strategy, pricing policies and customer experience standards.
Channel Leadership & Culture
- Build, develop and inspire a high-performing network of distributors and agents across the region, creating a culture of accountability, growth and customer focus.
- Coach and develop distributor leadership, strengthening commercial capability, technical knowledge and sales effectiveness to drive sustainable growth.
- Conduct regular business reviews with channel partners, setting clear performance expectations, monitoring KPIs and implementing improvement plans where required.
- Foster strong relationships with distributor principals, owners and senior leadership teams, acting as a trusted advisor while promoting ITW values, ownership and operational excellence across the channel network.
Operational Excellence & Governance
- Ensure full compliance with ITW Corporate Trade Compliance and export control standards
- Monitor and manage leading and lagging KPIs to drive performance.
- Collaborate cross-functionally with Marketing, Service, Operations and Finance to deliver customer and business outcomes.
- Any other related duties that may be required from time to time.
Key Experience and Competencies
- Experience working with distributors and agents selling technical, industrial, materials testing, capital equipment, laboratory equipment or engineered solutions.
- Proven experience managing and developing distributor and agent networks across the Middle East, Africa, Israel and/or Eastern Europe, with a demonstrated track record of delivering profitable growth through indirect sales channels.
- Highly developed influencing and stakeholder management skills at all organisational levels.
- Commercially and analytically strong, with excellent forecasting and planning discipline.
- Experience appointing, developing and managing distributor networks.
- Strong commercial negotiation and channel partner management skills.
- Ability and willingness to travel regularly throughout the region.
Key KPIs/other performance measurements
- Forecast accuracy and pipeline health
- Market penetration and coverage within priority territories and verticals.
- Distributor performance versus target.
- Channel partner retention and development.
- Number and quality of new distributor appointments.
- Growth of indirect sales booking.
Working conditions
-
Hybrid office / field-based role.
- Travel approximately 30–40% across the Middle East, Israel, Africa and Eastern Europe. (including multi-day trips).
- Working hours may vary to meet business and customer needs.
Regional Channel Sales Manager in London employer: ITW
Instron is an exceptional employer that prioritises employee growth and development, offering a dynamic work culture that fosters accountability and innovation. As a Regional Channel Sales Manager, you will have the opportunity to lead a high-performing network across diverse regions, with access to robust training programmes and a strong support system that aligns with ITW values. The hybrid work model allows for flexibility while ensuring you remain engaged in meaningful projects that drive both personal and professional success.
StudySmarter Expert Advice🤫
We think this is how you could land Regional Channel Sales Manager in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Regional Channel Sales Manager at ITW, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including ITW. Tailor your message to explain why you’re drawn to them and how you can contribute as a Regional Channel Sales Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Regional Channel Sales Manager in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for ITW:When writing your cover letter, make sure to tailor your message specifically for ITW. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at ITW
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show ITW that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show ITW that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with ITW’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
